Een stijgend aantal beroeps biedt de diensten voor bedrijven aan die hun mening hebben die op China wordt geplaatst. Deze vertalers, tolken, webmasters, de trainers, de advocaten en andere adviseurs sluiten aan zich vaak bij krachten in paraplunetwerken, pogend ondernemers breed opgezette steun aan te bieden. De Verhalen van het Succes van China stootten op Lianne Baaij, stoel van zulk een netwerk (Guanxi.nu) om over China, mededeling en Guanxi te spreken.

Mej. Baaij is een sinologygediplomeerde en, evenals zijnd stoel van Guanxi, bezit de van vertaal en raadsToegang agentschapChina. Het is hoofdzakelijk van deze laatstgenoemde lijn van het werk dat zij, vooral het belang van praktische ervaring waardeert wat betreft de Chinese taal. Een „klassiek voorbeeld? Toen ik enkel begon, was mijn uitspraak van bepaalde geluiden niet zeer goed. Ik knoeide direct omhoog in mijn eerste gesprek. Ik vroeg een verkoper of kon ik hem (`wen' in de derde toon is kus en `wen' in de vierde toon is vraagt) kussen. En dit was zeker niet mijn enige misstap van de tong. Wanneer gevraagd om tot veertien containers van aspirine opdracht te geven, gaf opdracht ik bijna tot veertig. Allen wegens een schijnbaar te verwaarlozen nuance in uitspraak.“

Engelstalige Chinees

„Mijn vroege ervaringen, twintig jaar geleden, vinden nog op een dagelijkse basis in vele bedrijfsbesprekingen en handelsopdrachten plaats. De ondernemers zijn scherp om met Engelstalige Chinees direct zonder een tolk, of zelfs onderneming in een paar woorden van Mandarin te communiceren. Welke vrij vaak verkeerd gaat. A pity, because many problems can easily be avoided by calling in an experienced interpreter. An interpreter will help to put the positive, flattering tone of the conversation partner in the right perspective. He will point out that ‘yes’ is more often mere politeness rather than a commitment.” To those who want to see how far they can get without outside help, Baaij would advise certainly not to be too direct. “Directness can be misconstrued; try to get your message over subtly and tactfully.”

Local customs

Fortunately in China, you are not per se expected to act according to local customs. “Make sure that you treat business relations as you wish to be treated yourself. Anything extra, if you are sure it is a custom, will be appreciated. But it is better to just be yourself, rather than try to adapt unnaturally. For example in China they might burp at after a meal, but do this very discreetly. My advice? Definitely do not try to join in. A typical noisy Western belch will make for an embarrassment.”

Adjustment

“It is not too difficult to learn basic communication skills required to avoid awkward situations. Concentrate and make eye contact with your conversation partner, just as they will do. Don’t be put off if the delegation is twice the size of what you expected. Try to be flexible. Even if a meeting is suddenly postponed because there is an apparently more important person to be seen at that moment. Hide your displeasure or express it with the utmost care. And certainly never raise your voice. Always remain calm, collected and polite!”

Personal investment

Baaij’s message is clear. To adapt is desirable. But don’t overdo it. “The Chinese are fully aware that you are from another culture. Remember that they also seek to achieve mutual advantage. So even if you do present your business card with one hand, the deal will be closed as intended. Presenting a card with both hands is more polite, as well as being able to speak a few words of Chinese. After all, at the end of the day, it is all about making an investment. One of time and effort, to build a solid relationship. It is, in that respect, all about Guanxi.”

Guanxi

Guanxi can be translated as having and building networks, contacts and relations. A vital ingredient for success in any business mission. “For return on investment in China, the time invested in getting to know your partners is of great essence. Make sure you know who you are dealing with, if you want to get them on your side. Take them to dinner, do the business tour or be there for Friday drinks. The business conversation that you have planned is just a small part of the bigger picture. Furthermore the advantage of a good relation is that you will be able to fall back on the established goodwill. In China that is worth a lot more than a signed contract.”

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